Insights: White Papers, Research Studies, Books - Vantage Partners | Sales, Account Management & Customer-Centricity (2)

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(Originally published on the Strategic Account Management Association’s Strategic Accounts blog; ...

Over the past few years, customer-centricity has become a hot topic, and with good reason. ...

The value proposition for cross-selling is simple: combine the power of multiple offerings to ...

Periodically we are asked about how to manage different difficult tactics that customers employ. ...

When trying to grow your market share by challenging a potential customer’s existing ...

by Michael Kalikow

For many professional service providers, there is a clearly visible trend toward the ascendance of ...

Vantage Partners recently worked with a rapidly growing software company to transform the sales ...

Vantage’s study on The Value of Pricing Discipline was designed to gain an understanding of the ...

“I just need a 10% discount” is a common refrain salespeople hear from their customers. In the face ...

For many of our clients, Vantage Partners provides coaching and advice for dealing with tough sales ...

Whether selling commodity products, new technologies, or highly differentiated professional ...

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